Communication Styles. Jeff Thomas Federal Reserve Bank of Atlanta

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1 Communication Styles How well we communicate is determined not by how well we say things, but by how well we are understood. -Andrew S. Grove, CEO, Intel Corporation Jeff Thomas Federal Reserve Bank of Atlanta

2 Exercise Objective: To identify strategies to ensure more effective communications. The Basic Communication Process

3 Communications Exercise - Directions: In each box, circle every word or phrase that describes a consistent character trait of yours. Total the number circled in each box, then double your score. Takes charge Bold Determined Purposeful Assertive Decision-Maker Firm Leader Enterprising Goal-Driven Competitive Self-Reliant Enjoys challenges Adventurous Let s do it now! Double the number circled = Deliberate Discerning Controlled Detailed Reserved Analytical Predictable Inquisitive Practical Precise Orderly Persistent Factual Scheduled How was it done in the past? Double the number circled = Takes risks Visionary Motivator Energetic Very verbal Promoter Avoids details Fun-Loving Likes variety Enjoys change Creative Group-Oriented Mixes easily Optimistic Loyal Adaptable Non-Demanding Sympathetic Even-Keeled Thoughtful Avoids conflict Nurturing Enjoys routine Patient Dislikes change Tolerant Deep Relationships Good listener Trust me! It ll work out! Double the number circled = Let s keep things the way they are. Double the number circled = Taken from The TWO Sides of Love by Gary Smalley and John Trent

4 The Four Communicating Styles INTUITOR THINKER FEELER SENSER

5 INTUITOR Typically Is a fast, deep thinker Questions himself and others; therefore doesn t take things for granted Seems at times to know things before others Resents being hemmed in or required to operate in a well-defined manner Enjoys creating own structure out of disorder Cuts through traditional thought and is able to see profitable new directions / solutions Is concerned with the big picture Can be impatient - irritated with others who demand detail Can be more concerned with developing ideas than putting them into practical use Under Stress May be seen by others as detached or overly intellectualized At times, is uncompromising and impractical Is more concerned with development and defense of ideas than in translating them into more visible forms or trying to adapt them to the suggestions of others Avoids the tedious, nitty-gritty ideas

6 Characteristics of an Intuitor Ineffective Application Unrealistic Far out Fantasy-bound Scattered Devious Out of touch Dogmatic Impractical Effective Application Original Imaginative Creative Broad-guaged Charismatic Idealistic Intellectually tenacious Ideological

7 THINKER Typically Works in a steady, tenacious manner Relies upon observations and rational principles (logic) Avoids emotionalism Is skeptical of novel departures from what s proven out in the past Is skeptical of own initial reactions and others until tested and analyzed Prefers to sleep on new ideas before making a commitment Avoids being swept away by needs of the moment or emotional fervor Under Stress Can be overly cautious to the point of indecision Is likely to appear rigid and insecure Is concerned with correctness at the expense of timely exploitation of opportunities Appears emotionally out of touch, task-oriented Is at times unwilling to depart from established methods and routines

8 Characteristics of a Thinker Ineffective Application Verbose Indecisive Over-cautious Overanalyzes Unemotional Non-dynamic Controlled and controlling Over-serious, rigid Effective Application Effective communicator Deliberative Prudent Weighs alternatives Stabilizing Objective Rational Analytical

9 FEELER Typically Is dynamic / stimulating Is warm / sensitive to others needs and wants Can pick up discrepancies between what someone says and what he/she means Is insightful and perceptive about people Is patient with others Is a good listener Understands the psychology of human behavior Acts on the basis of a gut feeling about things Relies upon his/her emotional reactions and inferences about others as representing fact Under Stress Is impulsive May be thin-skinned or overreactive May have moods that fluctuate widely, causing erratic behavior Is often preoccupied with the emotional impact of a situation

10 Characteristics of a Feeler Ineffective Application Impulsive Manipulative Over-personalizes Sentimental Postponing Guilt-ridden Stirs up conflict Subjective Effective Application Spontaneous Persuasive Empathetic Grasps traditional values Probing Introspective Draws out feelings of others Loyal

11 SENSER Typically Is a doer, moves ahead resourcefully, seems to move mountains Thrives on working on a variety of projects / tasks at once Has an incredible ability to get things done Will commit to things only after he/she thinks it s likely to work Must understand and relate a proposed action to his/her direct experience or finds it difficult to proceed Learns best by doing, not theoretically or conceptually analyzing the situation Is direct and decisive Relieves anxiety by acting Is well-organized, pragmatic, hard-driving Imposes high standards for self and others Under Stress Is somewhat impatient acts impulsively; likes short-term results; lacks long-range vision Is overreactive to diverse opinions that represent resistance for action and movement Has a tendency to ride rough-shod over feelings of others Is likely to construe loyalty as the degree to which others agree to help him/her May demonstrate tunnel vision

12 Characteristics of a Senser Ineffective Application Doesn t see long-range Status seeking, self-involved Acts first, then thinks Lacks trust in others Domineering Arrogant Effective Application Pragmatic Assertive, directional Results-oriented Objective; bases opinions on what he actually sees Competitive Confident

13 Planning Your Communications Exercise 1. Choose an individual with whom you would like to either start a positive relationship or with whom you would like to enhance your existing relationship. This person may or may not be a team member. 2. List out behaviors that this person exhibits most of the time when dealing with you or others. What do they say what do they do? 3. Based upon these behaviors, what do you think this person s primary communication style is? 4. Based on your analysis, what kinds of things are you going to say and do to communicate more effectively with this person over your next several encounters? 5. How will you know you ve been successful?

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